SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. When should one look to hire their first customer success reps?

Finance 54

Finance X-functional CRM Engineering 54

SaaStr

AUGUST 7, 2020

” Matt Garratt: But then when you start to grow and you start to get these customers, you see some really nice benefits. We have over 1100 customers across the globe. There’s heavy services, at least 30 to 45% versus best-in-class that want to be less than 10%.” These companies can scale really efficiently.

Price 60

Price Retail X-functional Healthcare 60

Sales Hacker

MAY 9, 2019

It needs to provide fair compensation to employees in customer-facing roles. It needs to incentivize specific behaviors and actions that suit the needs of both the company and the customer. Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. What if you need 4 SDRs and 2 CSMs to bring on those customers?

SQL 103

SQL Commission Customers Non-Profits 103

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. CRM application licenses a natural language search technology. The end-customer is the beneficiary of a new and improved solution – everybody wins.

GTM 74

GTM Negotiate Profit margin Contract 74

PandaDoc

APRIL 24, 2020

Here are the most unique highlights at this tier: PandaDoc offers superior customer support, a payment gateway, access to the document editor, and a robust template library. SignRequest is the only DocuSign competitor we saw offering customer branding at an individual-tier price point. Personal plans.

Price 59

Price X-functional CRM Follow-up 59

Salesforce

OCTOBER 26, 2021

To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. They also turned their focus to long-term customer success instead of one-off sales, reinvesting in employee retention to ensure there was no gap in customer relationships. “It

X-functional 98

X-functional Sales Growth Contract 98

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. How important is it to own the entire customer journey? Why is this? What are the drivers of its death? At what scale does that become impossible?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average lifetime value (LTV) of user or customer. Average contract value (ACV). Customer acquisition cost (CAC). Retention rate of partner customers. Percentage of reps using the CRM.

X-functional 96

X-functional Quota Cross-sell Contract 96

Heinz Marketing

DECEMBER 18, 2020

If you add a 5+ minute wait step, your campaign’s priority is now considered low , and the action will be deprioritized for the system-wide CRM sync that happens every 5 minutes (and almost every other process Marketo runs). If you have more leads than your Marketo instance allows in your CRM, talk to your customer success manager at Marketo.

CRM 135

CRM Campaign X-functional Clients 135

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And when you think about that, why are you focused on creating champions isn’t just good enough to have successful customers? Here we go.

Prospecting 88

Prospecting Customers Promote X-functional 88

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, sales in my view is best run on a quarterly plan.

Finance 112

Finance X-functional Launch Objectives and Key Results 112

Sales Hacker

JULY 2, 2019

Lead to customer conversion rate by lead source. To get your average sales price by source you simply have to look at the data set for your entire customer database and bucket them by lead source. Average Lead Value = Average Sales Price * Conversion Rate from lead to customer. 2,000 x 10% = $200/lead.

Price 78

Price X-functional CRM Sales 78

SaaStr

NOVEMBER 21, 2020

When is it right for SaaS companies to turn down potential customers? What is the right way to think about customer segmentation? How should startups decide which customer segment to focus on? * If you’re CRM, boom, Salesforce. And that’s distinct from the X in the cloud pattern that was the first generation.

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

Hubspot

AUGUST 17, 2021

Sometimes, it means they’re selling a lot of Product X when the company is pushing for sales of Product Y. In these examples, maybe Product X is a lot easier to sell and comes with a higher commission rate than Product Y. For some companies, a customer is a customer regardless of industry, size, or location.

Commission 83

Commission Quota X-functional Finance 83

PandaDoc

MARCH 7, 2023

It’s a structure of steps that help lead a customer further down the funnel in the most streamlined way possible. Links or arrows can guide each team member on what to do next, depending on how the customer is responding. You don’t want to waste your team’s time or, indeed, the customer’s. What is a sales workflow?

Process 52

Process Objectives and Key Results Pitch Legal 52

ConversionXL

AUGUST 27, 2019

In a marketing technology stack, a taxonomy includes the names of the actions people take and the naming structure for the values you store about your customers. These customer values are recorded as dimensions and metrics (as you can see in our tracking plan example below). And its data-layer functionality is versatile.

GTM 124

GTM X-functional CRM Technology 124

SaaStr

MAY 14, 2023

We didn’t have the trust from the customer, but really only one customer at a time in the beginning. That’s really awesome, and then possibly we added up customer’s bigger live stream genius and that adds up, and creates the kind of trust and from there you just got to scale step after step. I mean the tech.

Price 93

Price Start-ups Up-sell X-functional 93

Heinz Marketing

AUGUST 17, 2018

If you add a 5+ minute wait step, your campaign’s priority is now considered low, and the action will be de-prioritized for the system-wide CRM sync that happens every 5 minutes. If you have more leads than your Marketo instance allows in your CRM, talk to your customer success manager at Marketo. they have in their CRM.

CRM 61

CRM Campaign X-functional Clients 61

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. So first off, I’m saying we start with customer success. That’s easy.

Growth 83

Growth Cross-sell Contract X-functional 83

Sales Hacker

JULY 28, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. Outreach specializes in revolutionizing customer engagement by moving away from silent conversations to a streamline and customer-centric journey.

Sell 61

Sell Presentation Start-ups X-functional 61

PandaDoc

MAY 8, 2023

Customer support is an essential aspect of any customer experience, and research bares this out: 68% of customers will pay more for products and services from companies with a strong record of good customer service. Hubspot ) 61% of customers say they would defect to a competitor after just one bad experience.

Service 52

Service Product Customers E-commerce 52

SaaStr

AUGUST 26, 2022

How do they get their customer? X this year. You need your CRM, you need your ERP, you need your human capital management. It didn’t even have custom tabs. You don’t have to do every single function to still get a customer. What’s their NRR? What’s their deal size?

Quota 80

Quota Growth Product Closing 80

SaaStr

FEBRUARY 21, 2020

How does marketing and customer success intertwine to be successful? Number three, you typically have some customers who will just talk to you automatically. David Skok: They go and build the product before they’ve done the validation with customers to figure out if this is actually something that the market wants to buy.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

SaaStr

OCTOBER 30, 2020

390: Randy Rayess is the Co-Founder @ Outgrow, a growth marketing platform that enables marketers to build interactive content/tools to increase customer engagement and boost demand generation. How should customer success engage with interactive content? What can be done to make the sales and customer success teamwork so well together?

A/B testing 79

A/B testing X-functional Launch Start-ups 79

SaaStr

JULY 2, 2020

348: Kurt Muehmel is the Chief Customer Officer @ Dataiku, the platform democratizing access to data and enabling enterprises to build their own path to AI in a human-centric way. As for Kurt, he joined the company over 5 years ago and has risen from AE to VP EMEA to VP Sales Engineering to today as Chief Customer Officer.

Customers 114

Customers Contract Price Education 114

Sales Hacker

JUNE 20, 2019

That tech served purposes like capturing leads directly from a website, automatically routing those leads to reps, increasing the volume of emails a human could send, enabling reps to make phone calls with a single click, and easily creating clean and crisp contracts for signature. Wanna know what else those products can do? Data capture.

Quota 70

Quota X-functional Strategize Contract 70